CBRE Global Workplace Solutions (GWS)
Senior Commercial Manager (London, Paris or Frankfurt)
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Role Purpose
To support the business by educating, influencing, and advising key stakeholders on commercial best practices in order to contribute to the long-term growth and profitability of the CBRE GWS Enterprise business in line with the wider GWS Commercial strategy.
The Commercial role dedicated to an Account providing day-to-day support to the leadership teams. Be the subject matter expert on the commercial agreements, including but not limited to: commercial terms, areas of risk and reward, contractual entitlements, operational compliance, cost control, financial responsibilities and liabilities, milestone obligations. Work with the business subject matter experts (SMEs) and legal team to support dedicated business area.
- Take the lead on the commercial position of the account, including attending regular customer meetings, pursuing contractual entitlements and negotiating outcomes, review meetings, reporting and rolling out commercial training as well as developing bespoke training as required.
- Support the transition of the Account, including the education and influence of the operational and procurement teams in managing, mitigating and flowing down risk, managing change on the accounts, supporting change and sharing best practice.
Key Tasks
Commercial Policy/Procedure Compliance
- Promote compliance with the CBRE governance policies and procedures.
- Attend Business Reviews to promote commercial best practice.
- Provide, maintain, and advise on the use of standard documentation and templates.
- Educate and influence internal and external stakeholders.
- Check and challenge business processes for compliance.
- Educate and advise on commercial best practice.
- Develop leadership commercial awareness through meetings, presentations, training courses and advice.
- Advise the business and Account on specific contractual obligations.
- Write, develop, and run commercial training courses and commercial best practices.
- Provide commercial guidance at pursuit stage through the contract lifecycle and completion.
- Support transitions, including the education and influence of the operational and procurement teams in managing, mitigating, and flowing down risk, managing change on the accounts, supporting change and sharing best practice.
- Present at Business Group, Regional Business, and local management meetings.
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Commercial Solutions
- Provide commercial solutions to operational challenges to promote reducing risk and maximizing opportunities.
- Analyze the circumstances and articulate the options and potential outcomes available.
- Influence and motivate stakeholders, internal and external, to take the best commercial solution.
- Build key customer contacts to strengthen CBRE's position in the development of long-term customer relationships.
- Consider innovative solutions.
- Take the lead on commercial issues which could lead to high business impact risk or litigation/disputes.
- Robustly manage and optimize contractual entitlements, including the development of strategies and client negotiations to drive optimal outcomes, contributing towards financial targets.
- Manage contract performance metrics, including Key Performance Indicators, savings targets, incentives and disincentive mechanisms.
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Supplier Engagement
- Promote best commercial practice in the appointment of suppliers/subcontractors.
- Support Sourcing/Supply Chain Solutions with the timely and contractually robust order/sub-contract placement.
- Transfer risk by ensuring contractual obligations are back-to-back.
- Support Sourcing/Supply Chain Solutions with the negotiation of Preferred Supplier Agreements and/or Supplier terms.
- Ensure supplier selection is appropriate.
Knowledge
- Proven knowledge and experience of contracting including workings of local legal legislation, offer and acceptance, valuations and quantifying, management of subcontractors.
- Proven ability to affect sales and profit figures by maximising profit and minimising risk.
- Demonstrable experience of Account contract management, issues resolution and delivery of tangible successes and outcomes.
Skills
- Customer focused approach.
- Comfortable with complex problem solving and providing solutions-based advice and guidance to multiple stakeholders.
- Excellent communication skills.
- Thrive in fast paced working environment.
- Sales focused contract negotiation skills.
- Demonstrate good senior management leadership.
- Good numeracy skills.
- Able to understand and anticipate business needs.
- Flexible approach, diligent, discrete, compliant with company policies and responsive to key business objectives.
- Proficiency in French and/or German is an advantage.
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